4. Getting the Tactics Right the First Time

This chapter examines ten tactics that can help you prepare for and win the game of procurement. In this chapter, I lay out some actionable tips and strategies to help you prepare for the different selling scenarios you will encounter. I describe these scenarios in detail in Part II, “Eight Knock-’em-Dead Scenarios for Winning the Game.” The goal of this chapter is to help you start applying the tactics of pricing and selling to gain a competitive advantage against your procurement customer negotiating partner who is also, presumably, attempting to use some tactics against you. The main goal, of course, is to be able to secure the sale or the contract on a profitable basis when you have a reasonable ...

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